Understanding the Professional Buyer (Pocket)
avPeter Cheverton, Jan Paul Van Der Velde, Peter Cheverton
ISBN: 9780749461232 - UTGIVEN: 201011"Understanding the Professional Buyer" is a practical guide for sales people, giving them insight into the behaviour and strategies of buyers, so that they are able to deal with them more successfully and regain power in the buyer-seller relationship. In recent years the balance of power between buy[...]
Key Marketing Skills (Häftad)
avPeter Cheverton
ISBN: 9780749442989 - UTGIVEN: 200401A complete action kit for turning marketing strategy into marketing reality. Not just another "introduction to marketing", Key Marketing Skills is a practical, actionable guide that shows how to apply marketing strategies in a real-world context. Taking you step-by-step through the entire marketing [...]
Global Account Management (Häftad)
avPeter Cheverton
ISBN: 9780749452278 - UTGIVEN: 200801"Global Account Management" explains the significant challenges of establishing a global account strategy and guides you through the process of decisions and actions required to manage global accounts successfully. The book provides a thorough, workmanlike template for all businesses with global cli[...]
Building the Value Machine (Pocket)
avPeter Cheverton
ISBN: 9780749454852 - UTGIVEN: 2009-12"Building the Value Machine" represents the type of business that many aspire towards - a business able to align its internal functions (sales, marketing etc) in order to collaborate with its key customers in the creation of real and unique value for mutual benefit. The challenge is to find the righ[...]
Key Account Management (Pocket)
avPeter Cheverton
ISBN: 9780749463519 - UTGIVEN: 201204Key Account Management is a highly practical book with a unique yet simple planning methodology for identifying, obtaining, retaining and developing key customers - the lifeblood of any organization. Very few books take the long-term, team-selling strategic view of KAM that this book takes, and it i[...]
Key Account Management (Häftad)
avPeter Cheverton
ISBN: 9780749469405 - UTGIVEN: 2015-02An organization's key accounts are its lifeblood. Key account management focuses on the long-term investment of resources in customers that can offer an exceptional return on resources. But which are the key accounts? Are they the ones growing the fastest? The ones that are most financially secure?[...]
Key Account Management (Häftad)
avPeter Cheverton
ISBN: 9789144059006 - UTGIVEN: 201201Nyckelkunden är en av de viktigaste resurser som ett företag eller en organisation har. Key Account Management presenterar enkla och effektiva metoder för att identifiera, vinna, behålla och vårda nyckelkunder.
Boken är en av få böcker på marknaden som lägger betoningen på de[...]
